DTC Podcast

Subscribe to DTC Newsletter - https://dtcnews.link/signup Conversion Rate Optimization for Subscription Ecommerce Products...could there be a sexier topic for brand owners? 💃🏼   🤓Nerd out with Eric, the Pilothouse team, along with legends Josh F Elizetxe from Snow At-Home Teeth Whitening and Vinny McCauley from SmoothieBox for a golden nugget filled talk that fills in the details on how each has built, optimized and pivoted their funnels to reach 8 figures in sales.   Subscribe to DTC Newsletter - https://dtcnews.link/signup Advertise on DTC - https://dtcnews.link/advertise Work with Pilothouse - https://dtcnews.link/pilothouse Follow us on Instagram & Twitter - @dtcnewsletter Watch this interview on YouTube - https://dtcnews.link/video

Subscribe to DTC Newsletter - https://dtcnews.link/signup In this cast we invite longstanding team member Brett to join us. We talk about what's working in lead generation, and the holistic approach to multi-touch marketing you need to make things work in today's environment. We also talk about what Ecommerce entrepreneurs can learn from lead generators and vice versa  What's Working with Lead Gen in 2020   Benefits from Lockdown for Lead Generation   How has Lead Generation Evolved in the last 5 years   Optimium form length (push the info onto the phone)   Multi-touch marketing for lead gen (incorporating SMS + Push)   Lead Generation Ad Content (What Works?)   Which Niches are Popping for Lead Gen?   Automation and aggregation in the Lead Gen space   Telemedicine Client with multiple Touchpoints   Server to Serve Tracking - Benefits, what it enables, how to set it up   Main takeaways: Smarter customers and more automated middlemen Subscribe to DTC Newsletter - https://dtcnews.link/signup Advertise on DTC - https://dtcnews.link/advertise Work with Pilothouse - https://dtcnews.link/pilothouse Follow us on Instagram & Twitter - @dtcnewsletter Watch this interview on YouTube - https://dtcnews.link/video

Subscribe to DTC Newsletter - https://dtcnews.link/signup The team was a little light this week, but the actionable insights are HEAVY.    🎥 How to make a first person explainer video (these are crushing)   📈Listicles continue to pay dividends in the form of cheap engagement   👨🏻‍⚖️Facebook Ads Rep Reports - Auction Competition is heating back   🛍Shopify vs. Tesla - which valuation is more nutty?   🏘Should you buy an office in this down market or continue to rent?   🩺Keeping a pulse on all accounts and staff as the weeks from home drag on Subscribe to DTC Newsletter - https://dtcnews.link/signup Advertise on DTC - https://dtcnews.link/advertise Work with Pilothouse - https://dtcnews.link/pilothouse Follow us on Instagram & Twitter - @dtcnewsletter Watch this interview on YouTube - https://dtcnews.link/video

Subscribe to DTC Newsletter - https://dtcnews.link/signup What do you do when the Facebook Ad creatives that brought you to scaletown BURN OUT? That's what this week's AKNF found us asking. We brought in our Senior media buyer, Nate Vankoughnet and Creative Director Cam Wind to join co-founder Kylh Eitchcox and myself for a round table discussion on:  The Facebook Power 5 and why you need to embrace it for longer lasting audience and creative  The Pilothouse Creative process (and the importance of aligned incentives on the creative team  How to create purposeful, angle driven creative  How build creatives and campaigns for launch (and the place for dynamic ads.)  Creative testing at Scale through isolated variables  Restarting a MASSIVE campaign after creative burnout strikes Subscribe to DTC Newsletter - https://dtcnews.link/signup Advertise on DTC - https://dtcnews.link/advertise Work with Pilothouse - https://dtcnews.link/pilothouse Follow us on Instagram & Twitter - @dtcnewsletter Watch this interview on YouTube - https://dtcnews.link/video

Subscribe to DTC Newsletter - https://dtcnews.link/signup 🚀🔪AKNF #5 is LIVE 🚀🔪   This week we discuss:   🧔🏻 Nick Shackelford's "It's True" ad copy hook and our experiment testing it across most of our clients campaigns   👟We bought Vessi shoes and this happened (experiential marketing)   🛠Anthony Ulwick's concept of Jobs to Be Done and how that should impact how we think of and talk about all our products   🍫Rogers Chocolate, Accountants and the big Covid Pivot Winners Subscribe to DTC Newsletter - https://dtcnews.link/signup Advertise on DTC - https://dtcnews.link/advertise Work with Pilothouse - https://dtcnews.link/pilothouse Follow us on Instagram & Twitter - @dtcnewsletter Watch this interview on YouTube - https://dtcnews.link/video

Subscribe to DTC Newsletter - https://dtcnews.link/signup 🟢It's GO TIME - This week I surprised the panel with an ambush AKNF session. Good thing our team is always ready to rock 🤘🏼Here we discuss the success we're having across the board, as traffic is on sale, and clients are scaling hard and fast. Watch this quick cast to glean some insight onto how YOU can best ride this wave with your brand! 🌊 0:00 - It's GO TIME across the board (and how best practices allow you to ride the wave)   2:50 - Double, or Triple your Budgets yesterday!   4:00 - Exodus of certain traffic vertical advertisers (travel + + ) means inventory is on sale   4:40 - ROAS vs Volume in these BOOM times (invest now at a discount)   6:00 - Email Story telling and education tactics from Chris Meade and CROSSNET   7:28 - Lifetime Budgets still CRUSHING (are you switched over yet??)   9:00 - Control campaign overlap with FB Experiences, Facebook's native testing platform   11:35 - Pre Sales Magic - Use presales page to align your angles fully (shout out to the master, Mohamed Ali Aguel!)   14:12 - Advertisers and Ideas we LOVE: - Novel ideas - Brands reinventing themselves - Info Product Deluge (The GURUS are coming( - DIY and Hair Dye is the new TP   18:25 - Is this the new normal for Ecommerce? What happens when the economy rebounds?   20:15 - 🍷Are you drinking more or less? Box wine vs Bottle?   21:35 - Shoutout to Moez Ali's new podcast "Exit Strategy"   22:10 - Team member personal growth through #WINNING  23:10 - No such thing as a bad Dragon's Den experience Subscribe to DTC Newsletter - https://dtcnews.link/signup Advertise on DTC - https://dtcnews.link/advertise Work with Pilothouse - https://dtcnews.link/pilothouse Follow us on Instagram & Twitter - @dtcnewsletter Watch this interview on YouTube - https://dtcnews.link/video

Subscribe to DTC Newsletter - https://dtcnews.link/signup 👀Watch this 20 min vid to learn the tactic (that we learned from Josh F Elizetxe, that's LOWERING our CPAs 20-50% (!!!) for our Agency clients across the board.   Find out how switching campaigns to lifetime budgets could make a big addition to your bottom line.   🚀Welcome to All Killer, No Filler Fridays, the pod where Pilothouse principles get together to discuss what worked this week in our agency with examples and data to back it up.   Skip to -12:00 to hear our Lifetime Budget Scaling hack that's working well right now, or blast the whole "all killer, no filler" cast for other tips on:   1. Crushing with Facebook Poll Ads   2. Quiz funnels for ecom and Lead Gen   3. Ad comment kung fu   4. Lifetime budget hacks that lowered CPA 30%!   5. Testing old tactics, finding new wins   6. New client runways coming out of the crisis   7. Custom calculations in ad reporting Subscribe to DTC Newsletter - https://dtcnews.link/signup Advertise on DTC - https://dtcnews.link/advertise Work with Pilothouse - https://dtcnews.link/pilothouse Follow us on Instagram & Twitter - @dtcnewsletter Watch this interview on YouTube - https://dtcnews.link/video

Subscribe to DTC Newsletter - https://dtcnews.link/signup 👋🏻Hey everyone! Eric Dyck here with my new WFH studio all built out!  What better time than a global pandemic to get five digital marketing veterans with over 50 years of performance ad buying experience into a #zoom call to discuss high level strategies and in-the-trenches tactics for brands and media buyers to keep their campaigns scaling throughout these uncertain times.  If you're a brand or a media buyer looking for guidance, then check out this value-packed call where we discuss the angles that are working right now, how position your brand during this time of low cost traffic and high anxiety, compressing the customer journey with campaign structure changes and lots more!  Check out the timestamps below to jump to the most relevant sections.  If you dig it, we'll do it again and again. Subscribe to DTC Newsletter - https://dtcnews.link/signup Advertise on DTC - https://dtcnews.link/advertise Work with Pilothouse - https://dtcnews.link/pilothouse Follow us on Instagram & Twitter - @dtcnewsletter Watch this interview on YouTube - https://dtcnews.link/video

Subscribe to DTC Newsletter - ⁠https://dtcnews.link/signup⁠In this episode, we sit down with Aves, Creative Lead & Partnerships at Pilothouse Digital, to unpack how DTC brands must rethink their creative strategy in the age of Meta’s Andromeda algorithm.For performance marketers and DTC founders scaling from $5–20M+.Tactical Takeaways:Why the “one winner ad” model no longer works in Meta’s current landscapeHow to identify customer motivations (not just demographics) and map them to creativeA practical framework for testing hooks: swap visuals first, not just voiceovers or copyHow to build a full creative range — from low-effort UGC to high-budget studio work — for each personaWhat creative audits should look like heading into Q4 and how to avoid “noise” in your ad accountWho this is for: DTC brand founders, heads of creative, performance marketersWhat to steal:Steal the “motivation-based segmentation” mindset in your ad strategySteal the 3–5 second visual hook test framework (visual first, audio later)Steal the creative range checklist (iPhone shot → studio shot) to audit your account this weekTimestamps00:00 Understanding Motivations and Creative Diversity02:00 How Meta’s Andromeda Update Changed Creative Strategy05:00 Building a Full Creative Range from UGC to Studio Content07:00 Why Niching Down Helps You Scale Up09:00 Moving Beyond “Winner” Ads and Budget Distribution11:00 How to Research Audiences Using Reddit and Reviews13:00 Avery’s Hook Testing Framework and Meta Insights17:00 Common Creative Mistakes and Noise in Ad Accounts19:00 How to Audit Creative Diversity for Q4 Success21:00 Creative Audits, Partnerships, and Avery’s Process23:00 Lessons from Hosting the Ad-Venturous PodcastHashtags#DTCpodcast #AdVenturous #CreativeStrategy #MetaAds #AndromedaEra #PerformanceMarketing #AdCreative #Pilothouse #EcommerceGrowth #DigitalMarketing #CreativeTesting #AdOptimization #MarketingStrategy #UGC #AgencyLife Subscribe to DTC Newsletter - https://dtcnews.link/signupAdvertise on DTC - https://dtcnews.link/advertiseWork with Pilothouse - https://www.pilothouse.co/?utm_source=AKNF558Follow us on Instagram & Twitter - @dtcnewsletterWatch this interview on YouTube - https://dtcnews.link/video

Subscribe to DTC Newsletter - https://dtcnews.link/signupIn this episode of the DTC Podcast, we talk with Ben Perkins, founder of &Collar — a men’s performance dress shirt brand that’s scaling smart by rigorously testing what works. Ben breaks down how they use Intelligems to uncover pricing and shipping threshold wins, and how they’re segmenting customers to align messaging and creative for maximum return.What you’ll learn in this episode:How a 4-way price test on a single SKU using Intelligems led to an extra $1.99/unit without conversion lossThe impact of testing free shipping thresholds ($75, $125, etc.) on AOV vs. conversionHow to define and target “recurring & required” customer personas for profitable acquisitionWhy your core SKU may deserve more focus (50% of &Collar’s sales are still from their white dress shirt)How to evaluate agency and team performance with contribution margin logicIf you’ve ever relied on intuition or competitors when setting prices or shipping offers, this episode will challenge you to test with precision — and scale what works.Timestamps00:00 – Price testing with Intelligems on &Collar’s best-selling dress shirts03:00 – Founding story and early years of &Collar’s growth journey06:00 – Post-pandemic market shifts and targeting “recurring & required” buyers09:00 – SKU expansion challenges and focusing on the white shirt advantage12:00 – Persona-based creative strategy and micro-segmentation for growth15:00 – Discovering the $49.99 price sweet spot through A/B testing18:00 – Testing free-shipping thresholds and increasing conversion rates21:00 – Focusing on new customer acquisition and top-of-funnel strategy24:00 – Always be testing: CRO roadmap and platform optimization27:00 – Tracking profitability per visitor, product, and employee30:00 – Long-term vision for &Collar and the road to a potential exitHashtags:#DTCpodcast #Intelligems #AndCollar #PricingStrategy #ABTesting #EcommerceGrowth #DTCbrands #ConversionRateOptimization #ShopifyBrands #EmailMarketing #CustomerAcquisition #BusinessStrategy #Profitability #Ecommerce Subscribe to DTC Newsletter - https://dtcnews.link/signupAdvertise on DTC - https://dtcnews.link/advertiseWork with Pilothouse - https://dtcnews.link/pilothouseFollow us on Instagram & Twitter - @dtcnewsletterWatch this interview on YouTube - https://dtcnews.link/video

Subscribe to DTC Newsletter - https://dtcnews.link/signupWelcome to the DTC Podcast. Today, we’re joined by Seth Waite, Founder and Buyer Psychologist at Schaefer, where he helps CPG and food and beverage brands unlock growth by digging into the real reasons people buy.In this episode, we cover:Why knowing your customer via demographics isn't enough - the shift to behaviors, motivations, and jobs-to-be-done.How to build a "Why People Buy Pyramid" for your brand and map messaging across basic needs, emotional values, personal growth, and community.How to recognize true product-market fit in a DTC/CPG context (hint: when the only thing stopping you from selling more is budget).Why targeting the small obsessed segment matters (the "kingpin strategy") and how that unlocks long-term scale and profitable growth.Practical tips for talking to customers today - simple interviews, replacement questions, and how to turn qualitative insights into segmentation and messaging.Best moments you'll want to scan for:• "Demographics are interesting ... but they're not always insightful."• "What you should be telling is the customer's story - these are the occasions you'll have with our product."• "If the only reason why you're not selling more is money ... you've got product-market-fit."• The breakdown of the Why People Buy Pyramid and how it applies to food and beverage brands.• How brands like Oreo and Liquid Death illustrate layering of needs, emotional values, and community.Whether you're launching a new DTC food brand, scaling a snack or beverage line, or trying to sharpen your segmentation and messaging, you'll walk away with concrete frameworks and a clearer path to growth.00:00 - Introduction: Why People Buy01:20 - From Sam's Club to Walmart: Studying Real Buyer Behavior05:12 - Motivations vs. Demographics12:15 - Oreo: How to Own a Category18:03 - Brand Psychology, Packaging, and Subconscious Triggers26:06 - What Product-Market Fit Actually Looks Like32:28 - Tell Their Story, Not Yours39:13 - How to Actually Get Insight (Without a $150K Research Budget)#ConsumerPsychology #WhyPeopleBuy #CPGMarketing #BrandStrategy #ProductMarketFit #CustomerInsights #BehavioralScience #MarketingPsychology #FoodAndBeverage #DTCMarketing #MotivationBasedMarketing #EmotionalBranding #DataDrivenMarketing #OreoCaseStudy #LiquidDeathMarketing #FishwifeBrand #CustomerResearch #FounderStrategy #MarketingPodcast #DTCPodcastSubscribe to DTC Newsletter - https://dtcnews.link/signupAdvertise on DTC - https://dtcnews.link/advertiseWork with Pilothouse - https://dtcnews.link/pilothouseFollow us on Instagram & Twitter - @dtcnewsletterWatch this interview on YouTube - https://dtcnews.link/video

Subscribe to DTC Newsletter - https://dtcnews.link/signupIn this episode of the DTC Podcast, host Eric Dyck sits down with Dougie, Head of the Google team at Pilothouse, to unpack how DTC brands can and should use YouTube advertising more strategically — especially when trying to build awareness and capture new demand before peak periods such as BFCM.Key moments & actionable insightsWhy YouTube upper‑funnel campaigns often fail: mis‑targeted audiences, automated overrides, and device‑versus‑user mismatch.How to set up placement, topic and keyword exclusions to avoid low‑quality traffic (e.g., gaming, ASMR, children’s content).The importance of checking the actual served demographics in your audience reporting and comparing to your true converter demographics.How optimising for new customer conversions (instead of all conversions) can yield significant gains (e.g., +50% new customers, +15% share of new customers via Google).Why narrow geo‑targeting for awareness campaigns can improve measurability of incremental lift.Why brand‑lift studies may not be the most reliable metric and what alternatives to use (brand search lift, remarketing behaviour, time‑on‑site post‑click).Distinguishing between YouTube for pure awareness vs YouTube driving demand capture, and how budgets and measurement should differ accordingly.Whether you’re a performance marketer at a growing DTC brand, or scaling marketing budgets and looking to break through awareness ceilings, this episode gives you tactical controls, audit steps and measurement frameworks to make your YouTube spend work harder.Timestamps00:00 – Why most advertisers are targeting the wrong audiences02:10 – How misaligned content (like kids’ or gaming videos) wastes budget05:00 – The sneaky Demand Gen setting sabotaging your audience08:00 – How to force Google to find new customers only11:40 – Using Audience Insights to audit your actual converters14:00 – The evolution of YouTube as a top-of-funnel growth channel17:00 – Why Brand Lift studies can’t be trusted and what to measure instead18:40 – Narrower geo-targeting for better awareness results20:00 – Step-by-step audit to fix your top-of-funnel YouTube campaignsHashtags#YouTubeAds #GoogleAds #YouTubeMarketing #PerformanceMarketing #DTC #Pilothouse #MarketingPodcast #AdStrategy #DemandGen #DigitalAdvertising Subscribe to DTC Newsletter - https://dtcnews.link/signupAdvertise on DTC - https://dtcnews.link/advertiseWork with Pilothouse - https://www.pilothouse.co/?utm_source=AKNF556Follow us on Instagram & Twitter - @dtcnewsletterWatch this interview on YouTube - https://dtcnews.link/video

Subscribe to DTC Newsletter - https://dtcnews.link/signupHello and welcome to the DTC Podcast. Today’s guest is Brenden  Delarua, co‑founder of Stella, the measurement SaaS helping DTC brands convert media spend into real business growth through incrementality testing and media‑mix modelling (at a much lower price than a lot of other platforms).https://stellaheystella.comFollow Brenden on TikTok Why this matters for DTC marketers & media buyers:You’re under pressure to justify ad spend with profit, but your on‑platform ROAS doesn’t tell the full story.Brenden walks us through how to build and run incremental testing (hold‑out studies) + media‑mix models so you allocate budget to channels that drive real growth.We also dig into his view on channel incrementality: why CTV/YouTube often win, why branded search and retargeting may be traps, and how creative diversity and scaling methodology matter.Key moments in this episode:Why Brenden built Stella (the anxiety of hitting ROAS goals but not seeing P&L growth.)How to set up hold‑out incrementality studies: picking regions, measuring revenue lift, ignoring on‑platform vanity metrics.The “Always On Incrementality” concept: daily causal analysis across campaigns.Creative diversity review: three‑word heuristic to test if your ads are too similar.Campaign structure advice for Meta: testing vs scaling in two campaigns.Hot take on measurement: many brands over‑complicate it (and overpay) without actionable clarity.Future of media buying & AI: creative + measurement convergence.If you’re a DTC brand owner, media buyer or marketing leader trying to squeeze more profit from your ad dollars, this conversation will give you a grounded, tactical framework to start measuring and scaling smarter.Timestamps00:00 – Why ROAS doesn’t mean ROI and the rise of incrementality02:00 – How Stella helps DTC brands test true ad impact06:00 – The myth of high ROAS campaigns and what’s really incremental10:00 – Always-on incrementality and Stella’s AI dashboard14:00 – Media mix modeling and improving accuracy for marketers18:00 – Pricing transparency and making incrementality affordable22:00 – Which ad platforms are actually incremental26:00 – Why most marketers overcomplicate incrementality27:00 – Brenden’s TikTok growth and its impact on Stella30:00 – Meta’s Andromeda update and how creative drives results36:00 – The future of AI and media buyingHashtags#dtcpodcast #incrementality #mediabuying #marketingstrategy #adspend #stella #digitalmarketing #ecommercegrowth #brandstrategy #advertisinganalytics #d2cbrands #metaads #googleads #tiktokmarketing #marketingmeasurement #roas #growthmarketingSubscribe to DTC Newsletter - https://dtcnews.link/signupAdvertise on DTC - https://dtcnews.link/advertiseWork with Pilothouse - https://dtcnews.link/pilothouseFollow us on Instagram & Twitter - @dtcnewsletterWatch this interview on YouTube - https://dtcnews.link/video

Subscribe to DTC Newsletter - https://dtcnews.link/signupRob Fraser, founder of performance sock brand Outway, returns to the DTC Podcast to share how his business rebounded from flat growth to profitable eight-figure scale. Rob reveals exactly how Outway added Amazon, wholesale, and U.S. distribution, and why 2026 is all about community and brand.This is a must-listen for brand owners scaling past $5M and trying to professionalize ops, expand markets, and stay profitable while doing it.🔑 In this episode: • How Outway treated the U.S. like a separate business unit — and why you should too • Their 3-prong expansion strategy: Amazon, wholesale, and 3PL logistics • The margin unlock that let them outspend competitors and return to profitability • How Rob plans to build brand and community in the running space • What changes when you hit 8-figures: cash flow, inventory planning, and team complexity • Rob’s hot take on brand as the last defensible moat in DTCIf you're building a real business, not just chasing growth hacks, this episode is for you.Timestamps00:00 The future of brand and community building02:40 Outway’s U.S. expansion and logistics challenges05:30 Overcoming slow growth and finding new sales channels09:10 Amazon vs DTC strategy and merchandising lessons12:20 Profit focus, tariffs, and efficiency improvements15:00 Scaling pains: hiring, inventory, and cash flow18:00 Founder evolution and professionalizing the business20:00 Building a Canadian brand and competing with U.S. giants23:00 The return of brand and the power of community in 202629:00 Outway’s 2025–26 brand and running club strategy33:00 Expanding in the U.S. and adapting creative for new markets34:30 Balancing entrepreneurship and personal health37:00 Living brand values through team culture38:00 Rebranding from Endur to Outway and lessons learned41:00 Founders, equity mistakes, and long-term thinking43:00 Q4 readiness, demand signals, and Prime Day insights46:00 Using AI tools like Sora for creative production47:30 Future of streaming ads and creative reinvention49:00 Closing thoughts on creativity and growth mindsetHashtags#dtcpodcast #outway #robfraser #ecommerce #brandstrategy #d2c #marketing #entrepreneurship #communitybuilding #scalingbrands #runningcommunity #founderstory #directtoconsumer Subscribe to DTC Newsletter - https://dtcnews.link/signupAdvertise on DTC - https://dtcnews.link/advertiseWork with Pilothouse - https://dtcnews.link/pilothouseFollow us on Instagram & Twitter - @dtcnewsletterWatch this interview on YouTube - https://dtcnews.link/video

Subscribe to DTC Newsletter - https://dtcnews.link/signupHello and welcome to the DTC Podcast. Today we’re joined by Taylor and Jacob from Pilothouse to break down how Meta’s Andromeda engine is reshaping DTC paid advertising.In this episode you’ll learn:Why creative now is targeting — and how high‑performing DTC brands are shifting their media buying accordingly.The 3‑3‑3 framework for testing ads in an Andromeda‑driven environment (three funnel stages × three distinct angle concepts × three formats).How to restructure your ad account: fewer campaigns/ad sets, more ad‑level variation, and faster creative refreshes — plus what this means for your Q4 plan.What this means specifically for subscription or newsletter models with short consideration cycles — how to leverage persona messaging and feed the machine.Why old targeting hacks and incremental tweaks won’t cut it anymore — and what you should stop doing.Whether you’re running e‑commerce, subscription, or service‑based DTC marketing, this episode gives you actionable frameworks and change‑management steps to align your creative and account structure with the latest Meta delivery technology.Timestamps00:00 – What is Andromeda and how Meta’s new retrieval engine works04:00 – The role of Gem, Lattice, and sequence learning in Meta’s ad delivery06:00 – How Andromeda is changing creative strategy for Q4 campaigns08:00 – Why ad variety now matters more than small creative tweaks10:00 – How to test and structure creatives effectively under Andromeda12:00 – Simplifying campaign structure and letting AI optimize at the ad level15:00 – Old vs. new media buying tactics and how performance patterns have shifted17:00 – Why broader creative diversity leads to more winners in Andromeda19:00 – Early Q4 insights and what brands should expect20:00 – Framework for distinct angles and creative refresh cadence23:00 – The evolution toward true marketing strategy over media-buying hacksHashtags#MetaAds #AndromedaUpdate #PerformanceMarketing #DigitalAdvertising #MediaBuying #FacebookAds #CreativeStrategy #Q4Marketing #AdOptimization #MarketingPodcast Subscribe to DTC Newsletter - https://dtcnews.link/signupAdvertise on DTC - https://dtcnews.link/advertiseWork with Pilothouse - https://www.pilothouse.co/?utm_source=AKNF554Follow us on Instagram & Twitter - @dtcnewsletterWatch this interview on YouTube - https://dtcnews.link/video

Subscribe to DTC Newsletter - https://dtcnews.link/signupIn this episode, Arthur Querou, founder of Vibe.co, and Adam Terry, CEO and co-founder of Cantrip Seltzer, unpack how Cantrip (a hemp/THC beverage brand) uses Vibe.co to turn streaming TV into a performance acquisition channel — not just branding. They dig into targeting, creative strategy, measurement, and scaling in a regulated vertical.What you’ll hear:Why CTV is more than just prestige — how hyper‑targeted performance TV delivers ROASHow Vibe.co’s identity-first model differs from inventory-first CTV platformsCreative strategies that work (and decay) in this new channelLessons in scaling — starting with retargeting, measuring incrementality, managing creative fatigueThe future: AI + hyper-personalization in TV adsKey moments to listen for:Adam’s early success in 3–4× ROAS within weeks of testing CTVArthur’s view that “Vibe buys identity first” as a core differentiatorTheir predictions on AI-generated individualized adsIf you're a performance marketer or DTC founder curious about how streaming TV can actually move the needle — especially in restricted verticals — this is a must-listen.Learn more about Vibe.co here: http://vibe.co/Timestamps00:00 - How Vibe Differs from Other CTV Platforms02:00 - Why Cannabis Brands Thrive on Vibe04:00 - Measuring ROAS and Performance on Vibe07:00 - Hyper Targeting and Buyer Profiles Explained10:00 - How Cantrip Uses Data for Smart Targeting12:00 - Scaling CTV Campaigns vs. Meta Ads15:00 - Why TV Ads Build Trust and Prestige17:00 - Buying Identity vs. Inventory in CTV20:00 - Cantrip’s Path to Profitable CTV Ads23:00 - Using AI Tools to Create Effective CTV Ads25:00 - What Type of Creatives Work Best on CTV27:00 - The Future of AI-Generated Ads on TV29:00 - How Vibe Uses Household-Level Data for Targeting32:00 - Hyper-Personalized Ads and The Future of Targeting33:00 - Vibe’s Growth Story and CTV Momentum35:00 - Incrementality, MMM, and Measuring CTV Success36:00 - Cantrip’s Q4 Plans and the Rise of AI Creators37:00 - How to Get Started with Vibe.coHashtags#CTV #StreamingAds #PerformanceMarketing #DTC #AdTech #VibeCo #Cantrip #ConnectedTV #AIAds #MediaBuying #Programmatic #DigitalAdvertising #MarketingStrategy #BrandGrowth #AdPerformance Subscribe to DTC Newsletter - https://dtcnews.link/signupAdvertise on DTC - https://dtcnews.link/advertiseWork with Pilothouse - https://dtcnews.link/pilothouseFollow us on Instagram & Twitter - @dtcnewsletterWatch this interview on YouTube - https://dtcnews.link/video

Subscribe to DTC Newsletter - https://dtcnews.link/signupIn this episode of the DTC Podcast, Bart Szaniewski, co-founder of Dad Gang, returns to the DTC Podcast to explain how his brand scaled from 100k to over 700k hats sold — without changing a thing. No team. No fancy stack. Just staying consistent with community engagement, emotional storytelling, and founder hands on lean tools.What you’ll learn:The power of customer co-creation and community feedback loopsWhy keeping the same tools and playbook can scale further than you thinkHow story-driven products and organic endorsements drive sticky growthTactics behind spontaneous but effective 48-hour product launchesBest moments:How a boosted post helped launch the brand to 100kThe world tour tee and the deeper meaning in productTurning organic athlete engagement into brand liftThe creative stack: iPhone, Canva, CapCut, and a storyIf you're tempted to overhaul your marketing every 6 months, this episode will have you rethinking that urge.Timestamps00:00 Building Dad Gang from Garage to 700K Hats Sold02:00 Keeping Growth Simple and Stress-Free04:00 The Power of Community and Customer Feedback06:00 Storytelling and Emotional Ads that Drive Connection08:00 Turning Organic Wins into Paid Success10:00 Product Launch Strategy and Creative Process12:00 Easy-Mode Tools: Canva, CapCut, and AI for Creators14:00 Authenticity, Athletes, and Future GrowthHashtags#DTCpodcast #DadGang #BartSzaniewski #EcommerceGrowth #ShopifyBrand #CommunityBuilding #FounderStory #DirectToConsumer #BrandMarketing #Entrepreneurship Subscribe to DTC Newsletter - https://dtcnews.link/signupAdvertise on DTC - https://dtcnews.link/advertiseWork with Pilothouse - https://dtcnews.link/pilothouseFollow us on Instagram & Twitter - @dtcnewsletterWatch this interview on YouTube - https://dtcnews.link/video

Subscribe to DTC Newsletter - ⁠https://dtcnews.link/signup⁠In this episode of the DTC Podcast, we sit down with Rob from Pilothouse to break open how to view Amazon not as a silo, but as an integral part of your unified growth engine.You’ll get tactical guidance on:How to compute real contribution margin per SKU, accounting for FBA fees, fulfillment, packaging leakagesWhy seemingly small tweaks (like packaging size) can move you down a fee bracketThe key metrics you should track (share of impressions, add-to-cart share, purchase share) to validate “loss-leading” campaignsHow to effectively attribute DTC ad spend lift into Amazon growthWhen Amazon DSP (streaming / video) is worthwhile — and how to measure its downstream impactHow to optimize listings for AI assistants (e.g. “Rufus”) with backend attributes, FAQ content, and enriched metadataWhy listen?If you manage paid acquisition across DTC + Amazon and feel like margin is slippingIf you want to build a strategy that doesn’t cannibalize your own channelsIf you’re curious how Amazon DSP / AI assistants can realistically contribute to growthTimestamps00:00 – The Data Problem on Amazon02:00 – How to Acquire Net-New Customers on Amazon05:00 – Protecting Brand Integrity and Competing on Premium Terms07:00 – Building Growth Strategies and Keyword Intent10:00 – Balancing Paid vs. Organic Rank and Profitability12:00 – Understanding Amazon Fees and Margin Optimization15:00 – Amazon’s Role in a Unified Growth Strategy17:00 – Leveraging Amazon DSP and Streaming Ads19:00 – Measuring Meta’s Impact on Amazon Performance20:00 – Optimizing for Rufus and the AI Search ShiftHashtags#AmazonAdvertising #EcommerceGrowth #DTCPodcast #AmazonStrategy #MarketplaceOptimization #Pilothouse #AmazonDSP #RetailMedia #EcommerceMarketing #UnifiedGrowth Subscribe to DTC Newsletter - https://dtcnews.link/signupAdvertise on DTC - https://dtcnews.link/advertiseWork with Pilothouse - https://www.pilothouse.co/?utm_source=AKNF552Follow us on Instagram & Twitter - @dtcnewsletterWatch this interview on YouTube - https://dtcnews.link/video

Subscribe to DTC Newsletter - https://dtcnews.link/signupThis week on the DTC Podcast, we sit down with Jake Bailey, Head of Industry at Meta, and Scott Kramer, VP of Growth at AS Beauty, to explore the evolving dynamics of holiday performance marketing in 2025.Jake leads Meta’s work with its exclusive Disruptors program, partnering with fast-moving, high-growth brands to push the boundaries of performance marketing. AS Beauty is one such brand — and Scott walks us through how they’ve used that collaboration to build one of their strongest Q4 playbooks yet.Together, they break down how creators, AI-native tools, and smarter campaign structures are shaping more resilient and scalable customer acquisition strategies.You'll learn:How Meta’s Advantage+ and Partnership Ads are driving real DR performanceWhy AS Beauty prioritizes incrementality over traditional ROASWhat creative diversification means in the age of AI and how to structure testsHow creator content is now integrated throughout the funnel — not just for awarenessTactical insights on budget pacing, exclusions, creative testing, and campaign simplificationWhether you’re navigating Cyber 5 or building a long-term performance engine, this episode is packed with the playbook and proof points from two powerhouses in the space.Timestamps00:00 – Meta’s partnership with AS Beauty and the Disruptors team02:00 – How AS Beauty drives growth across DTC, Amazon, and retail04:00 – Testing, innovation, and Meta’s two-way learning loop06:00 – Holiday 2024 challenges: uncertainty, tariffs, and consumer sentiment09:00 – The “lipstick effect” and how beauty brands thrive in downturns10:30 – Meta’s push toward value optimization and incrementality13:00 – Practical ways to measure incrementality and track new customers16:00 – Evolving partnership ads and creative diversification19:00 – Holiday creative strategy and combining catalog + creator content21:00 – Creators’ role across the funnel and authentic storytelling23:00 – Modern campaign structures, retargeting, and consolidation29:00 – Scaling spend safely during Cyber Week32:00 – AI-generated creative: performance, ethics, and practical use36:00 – Blending data with creativity for high-performing ads38:00 – Inside Meta’s exclusive Disruptors programHashtags#DTCpodcast #MetaAds #ASBeauty #DigitalMarketing #EcommerceGrowth #HolidayMarketing #PerformanceMarketing #AdStrategy #CreativeTesting #PartnershipAds #AIMarketing #Incrementality #FacebookAds #ReelsAds #MarketingPodcast #BlackFriday2024 #CyberMonday2024 #BeautyBrands #MarketingInnovation #DirectToConsumer Subscribe to DTC Newsletter - https://dtcnews.link/signupAdvertise on DTC - https://dtcnews.link/advertiseWork with Pilothouse - https://dtcnews.link/pilothouseFollow us on Instagram & Twitter - @dtcnewsletterWatch this interview on YouTube - https://dtcnews.link/video

To Subscribe to DTC Newsletter - https://dtcnews.link/signupAngus Rittenburg, cofounder of WYNK, didn’t start with a brand. He started with a problem: how do you legally and profitably distribute THC beverages in the fragmented U.S. cannabis market?In this episode of the DTC Podcast, we unpack how WYNK solved that problem through mechanical engineering, regulatory foresight, and operational creativity—from mobile production trailers to in-state dosing machines to navigating Meta ad bans.Try WYNK: https://drinkwynk.shopWhat you’ll learn:- Why mobile canning systems gave WYNK early market access- How hemp-derived THC opened retail and liquor store distribution- Ad strategies for cannabis brands under platform restrictions- Connecting QR-based sampling to retail conversion- DTC learnings that fueled retail expansionKey Topics:- Engineering compliance into your ops- THC vs Alcohol margins- Retailer education + event-based marketing- What Big Alcohol thinks about THC drinks- What success looks like in a future where alcohol and THC share shelves#DTC #Ecommerce #CPG #BeverageIndustry #AlcoholAlternative #BetterForYou #LowDose #Seltzer #RetailDistribution #Wholesale #GoToMarket #GrowthStrategy #DigitalAdvertising #FirstPartyData #EmailMarketing #RetailMedia #Rebates #FieldMarketing #BrandBuilding #FounderStory #EngineeringLeadership0:00 — Introduction 00:51 — Tesla → THC & the Origin of Wink 03:15 — The 53-ft Mobile Canning Line 10:30 — Minnesota Unlocks Hemp-THC Distribution 14:52 — Why Beverages ‘Feel’ Like Beer 25:24 — The Age-Gate Ad Workaround 33:34 — The $13.5B OpportunitySubscribe to DTC Newsletter - https://dtcnews.link/signupAdvertise on DTC - https://dtcnews.link/advertiseWork with Pilothouse - https://dtcnews.link/pilothouseFollow us on Instagram & Twitter - @dtcnewsletterWatch this interview on YouTube - https://dtcnews.link/video